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Chinese Business
Culture Do's and Don'ts

1. The traditional Chinese "handshake" consists of
interlocking the fingers, waving them up and down several times. This
greeting is rarely used today (except during festivals, weddings and
birthdays of the elderly), instead using the Western-style handshake. A
slight bow should often accompanies the handshake, but do not bow from
the waist in the style of the Japanese. The Chinese prefer a gentler
handshake than the firm grip expected in Western cultures. Physical
contact other than a handshake is highly discouraged unless you know
someone quite well.

2. Chinese names are "reversed" from Western names. The surname is said
first and then the given name. For example, Bruce Lee's name in
Cantonese is Lee Siu Lung. Lee is his surname and spoken first, and the
given name (Little Dragon) is spoken second.

Professional, social, and family titles always follow the name as well.
Dr. Wong would be Huang Yi Sheng (Huang Doctor). Likewise, Xiansheng
(Mr.) and Taitai (Mrs.) are said after the surname. Never call someone
by only his last name, and unless specifically asked, do not call
someone by his first name; always address your Chinese associates by
their surname followed by their title.
Also, never address anyone as "Comrade."

3. Business cards are routinely exchanged at the first meeting. Carry
bilingual business cards with one side in Chinese, and the other in
English. Include:

* Company's name * Job title * Special qualifications

When receiving a business card, receive it using both hands and
compliment the card itself. Instead of immediately putting it away like
in the West, keep the card out during the meeting.

4. Color symbolism is very important in China.
* Red is considered lucky and used in many celebrations. However, do not
use red ink to write correspondence. That symbolizes the demise of a
relationship.
* Yellow is associated with prosperity, and gold is especially
appropriate.
* White is symbolic of death, which distinctly contrasts with Western
cultures.

5. Lavish gift-giving was once an important aspect of the Chinese
culture. Official policy currently forbids gift-giving since such
gestures may be considered as bribes. For this reason, approach
gift-giving with discretion. The policy is softening, but sometimes a
gift will be declined under all circumstances. Be gracious if this
circumstance is to occur, and politely withdraw the gift. Smaller. Less
expensive items usually avoid this scrutiny.

The Chinese will politely refuse a gift several times to reflect modesty
and humility. Accepting a gift quickly is believed to make them seem
greedy or aggressive. Opening a present in front of the giver is also
judged the same.

6. The Chinese will often avoid eye contact during conversations,
especially when talking to the opposite sex or to strangers.
Traditionally, it was considered impolite and aggressive to look
directly into another's eyes while talking, and as a sign of respect,
the Chinese sometimes lower their eyes slightly when they meet others.
The Chinese typically have a "blank" facial expression during
introductions. This is not a sign of unhappiness, dissatisfaction, or
unfriendliness, but reflects the belief that there is virtue in
concealing emotions. Chinese communication is ambiguous, indirect and
highly contextual. In conversation, the real meaning, especially if it's
negative, is often implied rather than stated. What is not said is often
more important that what is said.

7. Chinese typically share food from a number of dishes placed in the
center of the table rather than the Western practice of individually
served dishes. Each party at the table will take food from the common
plates. Sometimes, in order to show their friendship and sincerity,
Chinese hosts will pick from dishes with their own chopsticks or spoons
for you, and place food on your plate. Never place your chopsticks
upright in a rice bowl; it replicates the bowl of sand or rice with two
upright incense sticks that is traditionally placed at the shrine of
deceased loved one.

8. When meeting someone for the first time for a China sourcing business
meeting, you should engage in general conversation before turning to
business. Casual conversation topics in China differ from that of
English speakers. It is not impolite to ask about: * A person's job *
Annual salary * Marital/dating status * Age

Your answers do not have to be extremely specific, but avoiding direct
questions will be viewed with wariness and suspicion. The willingness to
answer questions is the important take-away from the conversation.
Questions about family tend to be deflected or avoided which is nearly
the direct opposite of Western culture.

9. Six, eight and nine are considered lucky numbers, since their
homophones have auspicious meanings. Six, liu in Chinese, implies that
everything about you will go smoothly. Eight was originally deemed lucky
by the Cantonese, since in Cantonese, the word for eight is fa, which
means to make a great fortune in the near future. Later, the
auspiciousness of eight was taken up by all Chinese. Nine, jiu, implies
lasting forever, especially in friendship and marriage. Four and seven
are unlucky numbers; the former implies death and the latter means gone.

10. Many common Western gestures are considered rude in China.
* Showing the soles of shoes
* Pointing with the index finger - use a face-up, open hand instead
* Beckoning someone with the index finger - use the hand with fingers
motioning downward as in waving instead
* Whistling to get someone's attention
* Finger snapping

Following the aforementioned 10 tips will add help build relationships
with your Chinese business partners and greatly increase the prospects
for success of your china outsourcing project.

About the Author:

Hubert Hopkins' China
Sourcing firm, US China Business Solutions, has negotiated
outsourcing of products with a value in the hundreds of millions of
dollars and has been involved with
China outsourcing since the early 1980s